Client Engagement Case Study

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It is known that the client engagement process in management consulting is much more than getting a new business, making a contract, building projects, and creating changes. All are important but client engagement sustainability is needed to take place if there is to be meaningful and long lasting relationship between client and consultant. Client engagement is an involvement process under contractual and social boundaries whose success takes time, requiring full participation in the process by clients and their consultants (Biggs, 2010). The relationship between client and consultant may come in various forms or models where it can be the doctor-patient model, process consulting, or even expert consulting (Schein, 1987). Nevertheless, it is…show more content…
Since the consultant has no authority power in the client’s company, successful client delivery needs two steps of intervention. The first step is done by an executive level of the company where the consultant’s recommendations are taken into their decisions. The following step can be done in more practitioner levels where the decisions are now taken into actions (Markham, 2004). Poor recommendations may result in unacceptability and need to be reviewed again; linking to the failure of operating stages such as unclear contract or insufficient…show more content…
Client delivery by transferring of know-how and expertise need client engagement which means not only the consultant gives a substantive advice to the client, but also the client needs to engage with the consultant in a supporting role, requiring an information exchange between the client and the consultant (Bennett and Smith, 2004). Therefore, the client delivery will be of value to both clients and
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